Seeing Jake, the boss of a headhunting company, vomit after his failure in starting a business, let Lao Wang feel the same way, because Lao Wang is also an entrepreneur now and is afraid of failure.
Since then, Lao Wang has thought deeply about the headhunting industry.
The root of that inability of headhunting company to develop on a large scale
1, the headhunting company is not well-known, with few high-quality customers and low per capita output value. Lao Wang contacted a group of headhunting companies in Beijing last year, some with an annual output value of tens of millions or hundreds of millions, and some re-entered the work team because they could not get paid.
Lao Wang believes that headhunting companies with assets exceeding 10 million generally have more head customers, and the per capita output value is basically around 6.5438+0.2 million. For example, a headhunting company near Guo Mao, Beijing, with eight bosses, has an annual turnover of120,000; In addition, it is also a headhunting company near Beijing International Trade Center, with a small staff of 24 people and an annual turnover of more than 33 million.
Why is the per capita output of such a successful headhunting company so high? Lao Wang also had in-depth exchanges with the founders of these companies, including their customer distribution.
Lao Wang believes that it is because they all have at least three head customers who have cooperated all the year round, and other customers are relatively good in scale, with almost no garbage customers. Because when they cooperate with customers, they all go through strict customer investigation and customer screening.
And why do many headhunting companies not exceed 1.2 million per capita?
Visiting nearly 100 headhunting companies in Beijing found that headhunting companies that lose money or don't make money are generally not well-known, with too few high-quality customers and low per capita output value. For example, Lucy, the boss of a headhunting company, worked in the previous company for about a year and then left to work as a headhunter in a consulting company. When she met Lao Wang, Lao Wang basically judged from her spirit, dress and bag in her hand that she definitely didn't make any money.
Finally, I learned through chatting that it was very hard for her to start her own business for three years. She didn't make any money, and sometimes employees couldn't pay on time. There are not a few founders of headhunting companies like Lucy in Beijing.
2. Headhunting industry is a difficult industry to regulate. Every case needs to be customized, which makes the headhunting industry unable to achieve exponential growth. Headhunting industry was originally a service-oriented industry, but now many people regard headhunting industry as a sales, ignoring the sense of service.
One night, when Lao Wang was having dinner with an executive of Ali in a restaurant in Hangzhou, he talked about headhunting. Lao Wang said that the essence of headhunting is service and the core is talent matching. But why do many headhunters just call the candidates and don't even see them? If a resume can clearly explain a person's ability, why interview? Without face-to-face communication, how can we match talents with jobs?
Lao Wang believes that many headhunters have done a poor job in headhunting at present. The company blindly pursues the number of telephone calls and the number of candidates recommended by employees, and does not require consultants to go out to meet candidates at all. At the end of last year, a headhunter with five years' experience in Beijing invited Lao Wang to dinner. Lao Wang feels that his headhunting circle is very closed. Just ask her why she is so strange to the headhunting circle.
Her answer surprised Lao Wang. She said that after more than five years of headhunting, the boss never allowed consultants to go out to meet candidates. If you want to meet the candidate, you need to ask for leave in advance, without reimbursement, and deduct half a day or one day's salary.
Lao Wang Gang didn't understand at first. How can their boss have such a rule? Finally, I learned that it was because their boss checked the telephone numbers of employees and the number of candidates recommended to the company every day that the consultants could not go out, and gradually acquiesced in the company's regulations, thinking that they could recommend success and earn money by collecting resumes.